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Archives:Sales Management Techniques

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A discussion attempting to define and discuss excellence in sales management.


  • "Sales Management Planning", Chuck Bouffiou, Tektronix
  • "Sales Management Organization: How to Plot the Course", Jim Hennessey, Burndy
  • "Sales Management Staffing: How to Pick A Winner", Claudio Serafini, Fairchild Camera
  • "Sales Management Operations: How to use the Clubs", Bill Glaser, RCA (also mod.)
  • "Sales Management Control: Score is Par or Better", Charlie Scott, Potter